Jim Eckert

Department of Marketing
Haworth College of Business
Western Michigan University
1903 W Michigan Ave
Kalamazoo MI 49008-5430 USA

Education:

Ph.D., Michigan State University

B.A., Michigan State University

Teaching interests:

Marketing

Sales

Research interests:

Business-to-business relationships

Adaptive selling

Bio:

Dr. Jim Eckert is an associate professor of marketing at Western Michigan University's Haworth College of Business.

He specializes in teaching and research that deals with the challenges of creating and maintaining successful business-to-business relationships. His dissertation dealt with conflict in exchange relationships and he has been most recently researching in the area of adaptive selling.

Eckert is also the founder of PartnerBuilding. Through PartnerBuilding, Eckert conducts trainings, presents seminars and executes research on the topics of negotiation, personal selling and business-to-business relationship management.